Special Buyer's Week: ME's HR director gives tips for training professionals in the future

September 19th is Buyer's Day. Mercado Eletrônico couldn't let the date go by unnoticed and, therefore, prepared a week full of exclusive materials to help purchasing professionals stay up to date and achieve their career goals.

The purchasing department has matured over the years. Previously, it was seen as an area that generated costs and put out fires. Today, it can be considered one of the most strategic for companies.

Therefore, we prepared an exclusive interview with our HR Director, Adriana Olive tree, in which we discuss the evolution of the market, explore some tips on how to train the buyer of the future and even how to stand out in an interview to get back into the market.

Don't miss any details of this chat. We are sure it will bring valuable insights to your day-to-day life.

Check out the interview now!

 

Adriana Oliveira, HR director at ME, gives tips for training the buyer of the future

ME: You have been working at ME for 19 years. In your opinion, what has changed the most in the purchasing area since then? How do you see the evolution of the sector?

Adriana Oliveira: The purchasing sector has been changing over the years. In the past, the buyer's profile was very focused on negotiation; they liked to meet with suppliers, visit the product and stay in constant movement. With modernization, the B2B market has been updated and, consequently, the buyer's profile has also changed. Nowadays, it is not enough to know how to negotiate; professionals also need to be equipped with information and know how to relate to others, knowing how to generate value for business partners. With digitalization and direct contact between companies in the B2B market, organizations are streamlining their processes, opening up a range of opportunities for buyers.

 

ME: And what about recruitment and selection? What is no longer required by companies and what has become essential?

Adriana Oliveira: When the focus of the process is to find someone with the buyer profile, it is necessary to pay attention to their attitude (including in online interviews). In other words, the professional needs to tell a little about his or her life and day-to-day routine. This way, the interviewer will be able to capture his or her essence and understand whether he or she is in line with the company's profile and culture. If these points are not clear, no matter how qualified the professional is, he or she will not fit the profile sought for the position. Today, it is essential for the buyer to have attitude, honesty, be agile and have skills with technology. These points end up bringing a qualification far beyond what is expected. Before, the professional needed to be a good negotiator and that was enough. Nowadays, that is no longer enough. He or she also needs to understand the business, the company's needs and choose a partner who can meet the demands with a win-win relationship.

 

ME: With the development of new technologies in everyday life, the purchasing sector has become a strategic area for companies. What do you believe professionals need to do to keep up with this rapid evolution?

Adriana Oliveira: If I were a purchasing professional, I would focus on companies that work with B2B and use e-commerce and e-Procurement platforms. I would study the subject in depth, because in addition to knowing the subject, I also need to know how to sell the subject internally to bring benefits to the purchasing department. Today, it is not only the sales department that brings value to the company. The purchasing department can also do so, so much so that it has become a strategic area for organizations. In short, the professional needs to know their business very well, study their competitors and do benchmarking in order to gain insights to improve the day-to-day running of the department, in addition to keeping up with technological advances and market trends.

 

ME: In your opinion, what is the profile of a successful buyer?

Adriana Oliveira: The first skill that a successful buyer needs to have is patience. This professional needs to search for information quickly and still meet the demands of day-to-day shopping. In other words, patience is essential. Another important point is knowing how to manage time. Organizing yourself is essential to attend all activities and meetings and still have time to innovate, think of things that can add to the routine and prepare for new demands that may arise in order to perform a good job.

 

ME: Soft, hard and meta skills. Which of these skills do you think are most important in today's market?

Adriana Oliveira: They need to be organized to meet demands and be strategic. They need to have an analytical eye to be able to anticipate potential errors and opportunities. They need to have a sense of urgency and commitment to complete their activities. But all of this is only possible if the professional has good communication skills. It is essential to communicate well, because we need to communicate with teams and interact with external partners at all times. Another point is knowing how to deal with technology, because many companies are digitizing their areas. If the professional does not have this ability, or the desire to overcome the challenge of technology, they will probably not be able to meet the needs of the position.

 

ME: What about emotional intelligence? Is it possible to be successful in the job market without developing it?

Adriana Oliveira: No. Professionals need to know themselves and know how to deal with their emotions. It is natural for some situations to shake our mood and comfort zone. However, it is important to understand our own limits and communicate constantly to maintain mental and emotional balance. It is essential to have a sense of resilience to adapt to difficulties and know how to get the best out of them.

 

ME: What attitudes do professionals need to have in job interviews to stand out?

Adriana Oliveira: The first thing I always think about and see is that the person needs to have attitude, be dedicated and disciplined. Since interviews are taking place online, it is sometimes difficult to perceive these qualities in the candidate. However, there are some strategic questions that I use to get to know the professional better and see if he or she fits the profile. I always ask what his or her attitude is like in his or her day-to-day life at home, how he or she balances family relationships with household chores, if he or she has created a routine during the pandemic, etc. Through questions like these, it is possible to outline a little of the candidate's qualities, as well as find out if he or she is proactive, organized, collaborative and understand his or her way of thinking. For example, I take the personal side very much into account, because the professional can develop and train the technical side over time. Personal qualities, on the other hand, are his or her true essence. In addition, of course, it is interesting for the professional to have the other qualities already mentioned during the interview.

 

ME: And in the midst of the pandemic, is there any specific tip to stand out from other candidates?

Adriana Oliveira: The first tip is: practice self-knowledge and understand what you really like. If you are looking for a career in something that you identify with, you will certainly demonstrate passion, knowledge and a desire to learn more and more. If you are applying for a job that you are not passionate about, it will probably not be easy to stand out from the rest. We are going through a time of self-knowledge, reflection and change. Analyze whether this is, in fact, the area in which you want to work and, if not, find your place of happiness.

 

Did you like the interview? Share it on social media and leave your opinion in the comments.

Also check out our commemorative LP Buyer's Day with exclusive materials.

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